Now is the time to focus on the rest of this first quarter and the first half of the second quarter. The more conversations we have this quarter, the stronger this year will be. You should focus on setting appointments and getting in front of people. Here are five things you can do to increase your production in the year ahead.
1. Appear in public
It's important to talk to every prospect you can. Please call us in the morning, afternoon, or on weekends until we reach you. You have more power to push them forward than you think. Are they valid leads? Are they going to make an appointment to meet with you in the future? Talk to every prospect you have. Now is the time to relentlessly pursue a connection with them. Reed is not like fine wine. They don't age well.
Be sure to ask who, what, where, why, when, and how questions. They tend to hide their motives, so it's important to ask these questions to uncover hidden motives. Don't look at a name on a list of past clients or spheres and think they can't do something. Things change. Motivation changes. Life events occur. So qualify everyone.
Here are some questions I often ask potential sellers: “By when do you want to sell your home to the right buyer?” Another favorite line of mine is, “The next thing we have to do is this.” Remember that you, as a wise advisor, lead the conversation. Here are some questions to ask potential home buyers:When do you want to move in and enjoy your new home? ” Find out what's important to them about the time frame they give you.
Once you've uncovered their motivations, find ways to legitimately increase the urgency. “What's important to you about that time frame? If you think it might be financially advantageous to do it sooner, would you consider it?”
2. Commit to two open houses a week.
Maximize your open house revenue. We will extend our business hours. Call other agents you have relationships with who may be unwilling or unable to host an open house. Your dealer may be willing to take a weekend off, so ask. If we don't have enough, we will hold an open house on weekdays as well. If it sells quickly, let the buyer know he has one more open house until all contingencies for a back-up offer are cleared.
Ideally, holding two open houses per week will quickly fill your pipeline with leads. I know a lot of agents who hold open houses from 9 a.m. to 5 p.m. and set the open house as their office for the day. You get to talk to prospects that day that you wouldn't be able to talk to if you were working in the office.
Knock on the doors of at least 25 homes and invite your neighbors. The goal of each list is to get at least one additional list from it. Gathering contacts for your database is good, but your main focus at each open house should be meeting at least two qualified prospects with whom you can set up an appointment before you leave. Once you have your open house leads, there's no need to wait. Call that night or at the latest the next morning.
3. Significant increase in calls and connections
Comply with 10-10-10. Have 10 quality eye-to-eye and ear-to-ear conversations a day. Make 10 calls. Create a new opportunity by sending 10 texts. This is the bare minimum you should do. For the next 30 days, push yourself and do the 20-20-20 to increase your productivity. Talk to more people than usual and reach out faster. Maintain a minimum standard of 10-10-10 and expand to 20-20-20 whenever possible.
It's all about meeting new customers and finding new customers. It's a numbers game, a game of concentration and intensity. Work to improve your skills. If you have “contact fever,” meaning you show up and dial, but aren’t fully engaged, you may still be able to generate leads. But if you have the edge and focus and don't choose no when a yes could be right around the corner. This intensity improves your results. It's a numbers game and a skill game.
Learn more about the housing market. If you know the market data and have a great property to talk about, you can have a quality conversation. Then, prepare for them by mastering the three to five most common objections.
4. Make a rule – On days when you don't have an appointment with a buyer or seller, find one person to stand in front of you.
Have lunch with the lender who sent you the introduction. Stop by to meet our past clients. Knock on the door for expired products or products that are for sale by their owners. Remember, small things add up to make a big difference.
Call your AAA customers and tell them how much you appreciate them and their loyalty. “I'm here for you, and I'd love to help you with your real estate needs. You know a lot of people, right? If you meet someone who needs my help or wants to ask me a question, Have you ever been?”
Remind your vendors and affiliates that as much as you deliver business their way, you expect the same from them. “I know you can't give me everything because you work with other agents. All I'm asking you to do is send me a lead that brings value to my business once a month.” It’s just about getting them, getting referrals, getting invited to events, so that they can bring value to your business.”
Remember, your daily success is determined by how you use your time. Leverage and delegate whatever you can. Always take 24 hours to think about it before you say yes to something or take on a new commitment. When you say yes to one thing, you're saying no to other things, such as family life, health, business, and financial goals. Please be careful how you use your time.
Now is your time to shine. This is not the month for busy work or projects. This month is the month when significant lead production sets the stage for the year ahead. Be responsible and keep the promises you make to yourself and your business.
What you do makes a difference in people's daily lives, but if they don't talk to you or can't see you, you can't help them.
Debbie De Grote is the co-founder and CEO of Forward Coaching.
